Global Business Development

Jana Tolle

Seminar Profile

Many German companies generate a considerable portion of their sales through foreign business. In addition, new opportunities for opening up new markets and business fields are constantly being created. In doing so, it is crucial that strong, competitive products are applied to the right markets, which offer the appropriate potential. This seminar is a valuable aid for entering new foreign markets.


1. The 5 most important internal basic requirements

2. Strategic analysis

  • What analyses do you need for strategic decisions?
  •  How to analyse the potential for foreign markets
  • Product analysis
  • How can common analytical methods be expanded?

3. Sales Architecture - How do I build efficient sales structures?

  • Buy or Build?
  • Trading Partner - An Alternative?
  • How do I find new co-operation partners?
  • Presentation of the triangle and quadrangle method

4. Cross-Cultural-Management: the secret recipe for successful business developers

  • In which regions are you using which methods to generate new business contacts
  • How can you better assess international business partners?
  • In which regions a contract alone is not sufficient for successful cooperation
  • How to attract international business partners
  • Communication strategies for effective business development
  • How you better evaluate projects, incoming orders, delivery times internationally?

5. Best Practice

  • The most important question that leads you to success
  • Hygiene factors and motivators in international business

Target Group

Global Business Development Manager, International Sales Manager, Export Manager, Country Manager, Regional Manager, Sales Manager, International HR Management, International Controller and others


Raphael Schoen has been active in international technology and research worldwide for 15 years. He has worked in direct customer contact, but also through the management of sales representations and branches with people from more than 30 different countries, including, a. USA, Japan, China, France, UK, Russia and India.

He works as a Global Business Development Manager in an international company and is a lecturer at HHL Leipzig. Raphael Schoen studied economics as well as an MBA at the Handelshochschule Leipzig and Boston University with an emphasis on international management.

Facts on the Seminar

Time Frame 1 Day
Language German
Lecturer Raphael Schoen
Costs 790 Euro per participant. HSBA alumni receive a discount.

Annabelle Luther

Senior Programme Manager Executive Education
+49 40 822160 962

Contact Box: Callback

Monday - Friday

Contact Box: Message